Juanjuan Zhang

Epoch Foundation Professor of International Management
Professor of Marketing

Biography | Selected Publications

"Asymmetric Pricing Policies in Chain Store Competition." Guo, Liang and Juanjuan Zhang, MIT Sloan Working Paper 5108-12. January 2015.

"Tweeting Increases Product Demand."  Gong, Shiyang, Juanjuan Zhang, Ping Zhao and Xuping Jiang, MIT Sloan Working Paper 5106-14. January 2015.

"Learning from Experience, Simply." Lin, Song, Juanjuan Zhang and John R. Hauser. Marketing Science Vol. 34, No. 1 (2015): 1-19. (2015)

Why Do Sales People Spend So Much Time Lobbying for Low Prices?” Simester, Duncan and Juanjuan Zhang. Marketing Science Vol. 33, No. 6 (2014): 796-808. (2014)

"Policy and Inference: The Case of Product Labeling." Zhang, Juanjuan, MIT Sloan Working Paper 5107-13. September 2014.

"Days on Market and Home Sales,” Tucker, Catherine, Juanjuan Zhang and Ting Zhu. RAND Journal of Economics Vol. 44, No. 2 (2013): 337-360. (2013)

"(De)marketing to Manage Consumer Quality Inferences." Miklós-Thal, Jeanine and Juanjuan Zhang. Journal of Marketing Research Vol. 50, No. 1 (2013), 55-69.  (2013)

"Observational Learning: The Sound of Silence." Zhang, Juanjuan. In Encyclopedia of the Sciences of Learning, edited by Norbert M. Seel. New York, NY: Springer, 2012.

"Consumer Deliberation and Product Line Design." Guo, Liang and Juanjuan Zhang. Marketing Science Vol. 31, No. 6 (2012): 995-1007. (2012)

"Rational Herding in Microloan Markets." Zhang, Juanjuan and Peng Liu. Management Science Vol. 58, No. 5 (2012): 892-912.  (2012)

"Strategic Demarketing." Miklos-Thal, Jeanine and Juanjuan Zhang, MIT Sloan Working Paper 4814-10. June 2011.

"How Does Popularity Information Affect Choices? A Field Experiment." Tucker, Catherine and Juanjuan Zhang. Management Science Vol. 57, No. 5 (2011): 828-842. (2011)

"The Perils of Behavior-Based Personalization." Zhang, Juanjuan. Marketing Science Vol. 30, No. 1 (2010): 170-186.  (2011)

"Growing Two-Sided Networks by Advertising the User Base: A Field Experiment." Tucker, Catherine and Juanjuan Zhang. Marketing Science Vol. 29, No. 5 (2010): 805-814. (2010)

"Why Are Bad Products So Hard to Kill?" Zhang, Juanjuan and Duncan Simester. Management Science Vol. 56, No. 7 (2010): 1161-1179. (2010)

"The Sound of Silence: Observational Learning in the U.S. Kidney Market." Zhang, Juanjuan. Marketing Science Vol. 29, No. 2 (2010): 315-335.  (2010)

"Designing Pricing Contracts for Boundedly Rational Customers: Does the Framing of the Fixed Fee Matter?" Zhang, Juanjuan and Teck-Hua Ho. Management Science Vol. 54, No. 4 (2008): 686-700. (2008)

"Asymmetric Pricing Policies in Chain Store Competition." Guo, Liang and Juanjuan Zhang. Marketing Science. Revise and Resubmit


Contact Information
Office: E62-537
Tel: (617) 452-2790
Fax: (617) 258-7597
Support Staff
Name: Kaitlin Smith
Tel: (617) 324-4095

General Expertise
Applied economics; Asia; Channel Management; Competitive strategy; Crowdfunding; Customer Relationship Management (CRM); Emerging markets; Innovation management; Marketing Strategy; Product management; Sales force management; Social influence; Social media; Web-based marketing